“explain changes in sales”

T

he Managing Director of an international group selling feminine protection products called us to understand why the market had plunged by 2% during the Nielsen period when one of their competitors had (A) progressed by 2% and that, in an astonishing manner his other competitor (N) remained stable.
We were able to show him that his competitor (A) had benefitted from the support of a promotional campaign via the magazine Consommateur Corporate.
The targeting of this campaign had been particularly aggressive since our clients customers were being aimed at with 1 euro reduction coupons accompanied by a sample while the byers of competitor (N) had also received the same coupon but without the sample.
The clients of (A), as for them, hadn’t received but a coupon of but 0.20 to 0.50 euros.